It’s Boring, But Even Beginners Can Get Rich Doing This

in my 35 years in business I built 19

companies invested in 79 startups and

I've made more money than I'll ever need

I know how to make money but in my

opinion no one puts it quite as

practically as Daniel Daniel Priestley

has grown seven startups from zero to

multi-million dollar Revenue three of

them have gone to1 plus million and is

about to teach you exactly how to do the

same for free if I were to charge you

for the following it would be worth

$225,000 but I'm going to give it all to

you for free so if you can't sit down

get a notepad out and listen I'm sorry

but you're probably not going to make it

so what are we going to learn today well

we're going to go through five uh five

stages um starting with doing an

entrepreneur apprenticeship running your

first uh side hustle or campaign then a

little uh startup business with 1 to

three people building up to 3 to six

people building up to 6 to 12 people and

we're going to talk about what do we do

along the way for each now when we get

to about 6 to 12 people we should be a

seven figure business with six figure

profit and then from there if we want we

can build it bigger and whatnot but

we're kind of going to go through those

first few stages a lot of people have

wanted you a Meed to argue in their

debate and we might have some of that

today I reckon we're going to agree on

more things than we disagree on I don't

agree let's go let's start off with

apprentic ships then shall we so yeah so

apprenticeship this is where you and I

might disagree cuz you run around

telling everyone go start a business

straight away um and I have a different

view on this I think you should do an

entrepreneur apprenticeship so in the UK

we have something like6 million

businesses already set up um these are

small businesses um there's a tiny

percentage of them that are large

corporates that have 250 or more people

uh more than half of them have one

person a small number of businesses few

hundred, thousand have got like sort of

10 or more The Sweet Spot for doing an

apprenticeship is where you join a team

that is somewhere between 3 and 12

people and that you have direct access

to the founder what you want is to be a

direct report to an entrepreneur so

you're a number two or number three to

an entrepreneur and you're in contact

with an entrepreneur almost every day uh

while you're working for the

entrepreneur so you don't think just go

start your business you you're saying go

work for someone first to learn from

them right absolutely so there's three

things that you want right so when

you're doing an entrepreneur

apprenticeship you're looking to get

three things which is number one

self-awareness uh understanding your own

strengths and weaknesses understanding

what you're good at what you're not so

good at um who you need on your team to

compliment you you're learning about

yourself uh number two you want

something called commercial awareness

and Commercial awareness is basically

your understanding business you

understand how businesses work you're

starting to figure out how we do demand

and Supply so how do we Supply something

how do we demand generate demand for

something um and all of that fits under

this commercial awareness it's a little

bit of an understanding of maybe a

little bit of accounting maybe a bit of

marketing bit of sales but you're

actually learning how businesses work in

general before we go any further let me

tell you how I protect my business and

myself online using incog the sponsor

that helps make this video possible

today every year millions of people fall

victim to data breaches that means your

personal data can be sold to criminals

without you even knowing however

recently I put a stop to all this with

incog incog reaches out to data Brokers

on your behalf requesting your data be

removed and deals with any personal

objections from their side since many

data Brokers continue to collect your

data even after it's been removed

incognit make sure your data stays off

the market by making continued request

to remove it this means whenever a new

record pops up on a broker's site incog

will automatically take care of it to

keep your data safe click the link in

the bio and use the code Simon squib to

get 60% off an annual plan incog is

available risk-free for 30 days this

means you can try it out and get a full

refund if you aren't happy with the

service so what's stopping you go

protect your data I want to thank incog

for helping us fund people's dreams

let's get back to this

video uh and then the final thing is

you're learning how to get resources

like how do we actually get uh money how

do we get um access to advertising how

do we get access to suppliers uh maybe

how do we get team members to join so

these are the resources so if you have a

great entrepreneur apprenticeship you

will walk out of there with better

self-awareness commercial awareness and

access to resources so my my my fear of

this cuz actually in my new book Watcher

dream I say this is what people should

do as well but with one caveat yeah

don't get trapped there because once you

start having a salary and people telling

you what to do like I I noticed kids

that are gone to University uh then they

get told by their teacher what to do all

the time and then they can't think for

themselves anymore so it's making sure

that if you are the founder you've got

no one in a way to turn to right where

you a lot will be solved if you stick

with a 3 to 12 person company because

and how long should people be there for

until you've got self-awareness

commercial awareness and uh access to

resour and when do you know you've got

those things so well self-awareness is

you're going to know your strengths your

weakness weaknesses what is a

opportunity for you and what is a threat

for you right so you're going to start

having a good answer to these you're

going to know your origin story your

mission and your vision so those are the

key things that you'll get with your um

self-awareness so once we're talking to

um a mentor and they say tell me what

would be a good opportunity for you and

you've got a good answer to that you've

got a bit of self awar you need to make

sure you have a found that asks you that

doesn't just it may not be that the

founder and it's okay for the founder to

use you that's fine make someone else

every everyone I know has made someone

else Rich first um I made I made my old

boss Millions I made other people

millions and then I made myself Millions

so I don't mind because while they're

using you you're learning and that's not

well as long as that's clear with each

other as long as because sometimes I do

think people don't make it clear I I I

believe that anyone that starts anywhere

especially a small company could ask for

Equity could why not if you have equity

in the business you're working if you

spend two years there that's why

wouldn't you get rich at the same time

as I found him because you're not

probably not going to get rich in their

business and a lot of Founders if you're

an early stage Apprentice they're not

going to see the value in having you as

an equity partner and that's just going

to rule you out if you went to an if you

came to me as an let's say you you you

turn up and you're 19 years old and you

go I want equity in this business if I'm

going to work in this business I go piss

off right it's not happening um I guess

it depends on on your value to the then

miss out on the opportunity to work for

me and learn from me um I mean you have

a little bit of respect for someone that

said hey no I'd say that is totally

naive I'd say that that shows me how

little you know about business I always

like it makes me smart every time it's

cheeky it make me smart and one thing I

do like about it is it shows that

they're ambitious and I have said in 12

months time you'll have Equity I got

kicked out of my first business by my

mentor for asking for Equity really yeah

wow sometimes we have survival bias by

the way which is why good for us to

debate this like I have exactly the

opposite experience it's like I started

a business from scratch straight away

without really working for other people

that got me all of this quite quickly

cuz I had no choice learn it very

quickly and equally at the same time

I've always asked for equity in any

businesses that I've worked I'll tell

you why another reason you don't want to

ask for Equity because it ties you in if

you're going to be an equity holder and

they're going to take you serious

they're going to say well if you are are

going to be a partner in this business

you got to commit longterm and you can't

just walk away and if you know there's

clawbacks and all this sort of stuff the

truth is the first business you go and

work for you may not want to be there

for more than two years you don't want

to be tied in as a shareholder um I

think that's key you just said though

first ever business though cuz that's

slightly different sometimes I think

some of my audience to be working for

someone else for a few years they're not

getting any of this from that job

they're working in a call center for

nothing wrong with the call center no

but they're not getting this experience

they're just if you're do sales sales is

a great place to get self-awareness

commercial awareness and access to

resources that's not a bad place I got

my first job was my first proper job was

McDonald's and I loved working at

McDonald's I learned how to run a

multi-million dollar restaurant at 15 by

working at McDonald's and I could not

believe my luck knew you weren't going

to work McDonald's forever right you

went in there with the right mindset

learning experience believe it or not I

actually thought at the time I was going

to buy a franchise I ordered the

franchise kit I wrote a letter to the

CEO of McDonald's Australia did he did

and he sent me the franchise kit and um

so I did think I was going to own a

McDonald's that I got I got own a

McDonald's but some people go into jobs

thinking I'm just going to do this job

and this is what I do to make money

everything I've ever done I've done it

ful in full on when I was a Pizza Hut

delivery driver I used to put on the big

jacket you didn't have to wear it but I

knew that I looked more like a pizza

delivery driver with the jacket I put

the pizza delivery hat on right and I

and I discovered one line that doubled

my tips which is I ran three red lights

to get this to you so it's nice and hot

and they would always give me twice as

many tips and um so I learned my I

learned my craft I learned how to show

up to someone's door with a big smile on

my face you're highlighting something

really important which is beat all in

whatever you do all in so so just

because I am scared some people go and

they get stuck in this this idea wellity

will get them stuck well Equity also

doesn't necessar mean you stuck I mean

PL plenty of people I work with have

equity and left and annoys it annoys

people if you go to a founder and say

I'm going to be amazing and I'm going to

be your best person ever and give me a

little bit of equity and then you leave

I had that someone joined me I gave them

equity and they left I just brought the

equity back off them because they had

made the company more valuable in that

time that they were there but anyway

it's not there's no right long that's

why we debate this but when I'm talking

about this I'm talking about your first

experience here of working for someone

who's got 3 to 12 people you might be

working in a landscape gardening

business you might be in a pest control

business you might be in a call center

you might be in A Little Agency digital

agency marketing agency you might be

working for an author and helping them

to coordinate they speaking to us you're

doing something at a small scale and the

reason 3 to 12 direct access to the

founder and I want visibility into the

demand and Supply so when you're in a

big corporate let's say you go work for

KPMG or something you have absolutely no

idea how that business works the

partner's doing something over here

that's invisible to you someone else is

doing something over here they're

invisible totally true so you get shoved

in a corner and they say your job is to

cut and paste this into this spreadsheet

and do this and then come up with these

slide decks and you don't even know why

you're doing it when you're in a 3 to 12

person organization you can see oh

that's how they run ads that's how they

make sales that's how the money gets

made that's how we deliver it that's how

we make customers happy that's how we go

above and beyond to make sure that every

runs so you can see the whole production

yeah I love this by the way I I again

like the the general headline is go work

for someone else and get experience I

don't agree with that go work in a

company where you know you're going to

get experience that I really like but

how do we make sure people know when to

leave because this is a definite track

they're going to get a salary drug yeah

they might get stuck so how do you know

these other two things here how do you

know when you're kind of okay I have it

now I need to leave so you start to feel

like you're filling these buckets so

commercial awareness is I understand

sales and marketing I understand

operations I understand a little bit

about Finance right so we're starting to

tick the boxes and say I I understand

how to make a customer I know how to

deliver I know how the finance works I

understand where we're getting our

suppliers from right so we understand

all of this and you say yeah I'm

starting to understand how this business

Works self-awareness I understand what

I'm good at my strengths I understand

what I'm not so good at my weaknesses

I'm starting to understand what an

opportunity looks like for me which is

linked to origin mission and vision and

I understand what could be a threat for

me all right so where that this is the

self-awareness and um resources is you

say I if I needed to I could raise

20,000 I could people would be able to

give me 20 grand I can get a little bit

of credit I could get a credit card uh I

could if I needed one yeah right no I'm

not no I know I mean many people have

started business on credit cards

including me for that matter but I don't

like them me as well right I started on

a credit card um resources are I know

how to get suppliers uh resources are I

know know how to get a mentor MH um

outside of this um so this is where you

start ticking off all okay all these

resources that I need I could get a

little bit of cash I could get a little

bit of this I know how to set up a

company I know how to do a setup right I

know how to get bank accounts right so

now you're actually saying okay I can

put in place all the things that I would

need for a business I've got

self-awareness about a good opportunity

I've got commercial awareness about how

business works so tick tick tick so now

we can move on to our next uh phase so

side hustle is essentially an open and

shut campaign what we're trying to do is

we're trying to run a

campaign uh and the key here is that it

start right it it has a start

point and a finish point and ideally

what we want is about 90 days that that

these things don't take up more than 90

days and they complete they're done so

for me when I was uh a teenager I sold

Rose's door to door and the start point

was I had to find a wholesal uh for

roses and I spent $40 buying uh 100

roses and then I wrapped them in

cellophane and uh ribbon and then I went

door too and I sold them for

$400 uh and I made $360 profit um and

that was you meant each okay now I see

what you mean now that makes more sense

yeah so so in and this this whole

campaign probably took 10 days

um in terms of having the idea to uh

having a completion it was done um so I

had the idea uh I knew that it was

Valentine's Day I probably had the idea

on the 1st of February and the 14th of

February was coming up I thought oh

Valentine's Day I'll just walk around

door to door and I'll sell roses so in

that situation I had an open and shut

within 2 weeks and I could see I could

test myself can I can I spend $40 on

roses can I walk around sell them all

and make for 00 bucks so buy for 40 sell

for $4 each and if you haven't got the

$40 to buy the Roses maybe you can do a

deal with the person owns the Roses to

share some of the what are you talking

about some people don't have that money

that's why you go get a job that's why

you go work for a small business right

those three circles I'm bit joking but

resources right this is what I'm talking

about that last slide was commercial

awareness self- awareness and resources

if you're sitting there going I don't

have $40 that resources piece is missing

you need to go get a job but my hack

would be to say to the Roses supplier

I'll share some of the profit with you

if you give me the roses for free but I

hear you I think today's about your

knowledge not mine the other thing I've

actually by the way I've just done this

myself I literally just bought 200

hoodies yeah and I'm sold them and now

I'm going to make another 200 hoodies

there you go and and you know exactly

therefore what your costs are what your

margins are and appetite for the product

so these are open and shut campaigns let

me give can I grab the the Eraser let me

give you another one that I did so when

I was 18 years old I did a nightclub

party and what what I did is I contacted

the nightclub and I said hey we want to

do an under 18's nightclub on school

holidays and we're going to you're

normally closed on a Tuesday night I

said we're going to we want to open up

on a Tuesday night uh we'll pay the

additional cost of security and bar

staff you keep the soft drink sales we

will keep the door and we'll pay all the

additional costs um and they said fine

let's do it so I met with the general

manager we agreed a deal um all cash

after the event um so so uh the good

news was I didn't need any cash up front

I did need some money to print flies and

I went and stood out the front of

schools and I handed out flies I went to

where kids work and I handed out fers I

went to the shopping center and I handed

out flyers uh and basically uh the whole

thing was probably two months right so

it was a 2mon cycle I did my deal making

here where I put my deals together I did

my promotion where I handed out

flyers and then I delivered

the the evening right so this was the

the

party um I got

prizes uh I did a deal with the radio

station as well this is still very

current today by the way people could do

this today yeah exactly um now we ended

up with a th000 people showing up times

by $10 which this was 20 this was 25

years ago so prob I don't know how many

how much the numbers would be now but

couple of million pounds per ticket

probably ,000 tickets time $10 so I did

10,000 in cash um on the night out of

that came about 2,000 for the additional

costs of opening so I I made

8K uh and it was all it was all pretty

good right so but it was open and shut

so 2 months open and shut uh that now

that's obviously a bit of risk because I

had to get a th000 people at 10 bucks

ahead to all show up at the same time

the same place or else I was in trouble

because I owed the nightclub and they

own bouncers um I add them to the other

that's great about this is you don't

have to own the infrastructure so a lot

of people think I'd have to open up a

nightclub they have a dream of opening

up a nightclub they have to go and open

anything up you just work with someone

who needs you to do this because their

marketing is Never Enough exactly so

these are all just like super little

startup campaigns and basically for each

one of these campaigns that I've done

and I've done lots of little startup

campaigns it's open and shut the key

here is that you don't get yourself

long-term committed if it doesn't work

you just shut it down um so you trying

to make these which by the way again

opposite to me I always tell people

build a brand not a business eventually

I think eventually but these are just

test campaigns well personal brand is a

part of this process anyway because if

you're doing that campaign a nightclub

owner likes you you know your personal

brand there's lot of things you could do

I end up doing six parties so we did um

we we ended up with two nightclubs and

we did three at one and three at the

other um and we made 10 grand pretty

much every time we did it um got better

and better at doing it and for for a

period of time from 19 to 20 I was doing

nightclub parties and walking away with

10 grand with cash or 8 Grand withth the

cash after so if you're if you're 20

today you haven't got a lot of money

social media all the rest of it what

would you do um so let's come up with a

an open and shut case I would walk

around a wealthy neighborhood and say

you've probably got loads of clutter

around your house and there's stuff that

you wish you could sell but you haven't

got the time you haven't got the time to

photog stuff in my house like that yeah

say what we do is we're going to keep a

list of all the stuff that uh that we um

that you want to give me and I'm going

to list it I'm going to sell it and

we'll give you 40% and we take 60% for

selling it um but we just get that

clutter out of your house and uh did

just come out that idea right now yeah I

love it that's a really good idea take

it go for it like someone's going to say

oh well okay here have my bike um you

know I'm not using my bike anymore uh

someone's going to say oh I've got a

baby car seat someone's going to say

I've got a you know Nintendo 64 thing

someone's going to say I've got these

leather jackets that I don't wear

anymore right so there's going to be

stuff in wealthy neighood well I even I

tried to sell stuff on eBay and then I

had such a nightmare with a person

trying to buy the bloody chair I just

canceled it you know so you can take

that away from me and get take 4 60% of

the profit I don't mind the the the

wealthy neighborhoods they don't really

care about the money no I want the stuff

out my house they want the Clutter gone

I don't want to throw away the stuff and

waste it they don't want to waste it and

they also really don't want strangers

coming to their house so if you can take

it away and sell it somewhere else well

if you can become a trusted brand I

don't mind you coming to my house yeah

there you go yeah so so there you go

that's that's an open and shut right so

you go knocking on a bunch of

neighborhood doors just do a whole video

now on ideas for people this alone could

be brilliant so that that would be a

simple one um yeah there's that's

awesome okay so so the hustle stage

short term come up with something that

can make you money don't get locked into

to it and learn how to build build

revenue and build and open and shut

right little 90-day tests now the beauty

is you could still be doing this while

working at this other job so you could

still be working in a job were you doing

another job when you did the nightclub

thing yeah yeah I did I had a nightclub

oh I had so many jobs I was I was on the

weekends I was a door-to door

appointment setter for a roof insulation

company I was doing a little bit here

and there with a pest control company I

was a McDonald's person I was a Pizza

Hut delivery driver worked on worked at

a um weddings venue bar on Fridays and

Saturday nights till 3:00 in the morning

what drove you this is a lot of ambition

what what I mean people listening might

be I can't be bothered with all that you

know what what what do you think was

driving you um probably I I was an

embarrassed Teen um and I had low

self-worth and felt that um I needed to

prove

myself and I just needed to do stuff

that would I I went to a very sporty

school and I wasn't great at sport and I

felt like I needed to find my thing um I

also I wanted to do stuff with my life

and I knew that the default was I'd do

nothing so I was going to miss out

everything if I didn't do stuff I'd be

missing out but it resonates with

something I've written about my book

which is um you need to have pain to

actually go out there and make things

happen you don't just want it you you

needed it you couldn't you wanted to

prove that you were good enough yeah

okay so we we've got the whole get a job

uh but only if it's going to teach you

and then we've got the side hustle

uh which hopefully will teach you not to

get the job anymore now what okay so in

the military they have something called

a scout team and a scout team is two

people who go off and Scout an

opportunity in entrepreneurship we call

this

co-founders and co-founders are

essentially two people and typically we

have someone who is what we call the

commercial co-founder or the sales and

marketing co-founder and we have the

technical co-founder or you might call

them the Ops co-founder so uh one person

says can we sell it one person says can

we build it um so what we're looking for

at this stage is potentially to find

ourself a co-founder and we want to say

all right the two of us and the data

suggests that co-founders outperform uh

solo Founders so this is where you get

together I'm a big fan of working with

someone I mean I inter Nick Jenkins from

moonpig who said I don't want to have

anybody else in know as a co-founder I

like to be a soul founder I personally

all the businesses I've had that as

successful it's because I had someone

else they keep me going they motivate me

it's more fun it's more fun and yeah

more fun yeah you have less Equity I

think the businesses are bigger because

of it then yeah I I think you end up I

mean Equity as a percentage is a bit of

a red herring because I'd rather 1% of

Facebook than um than 100% of a tiny

little agency totally you're stealing my

lines that's one of my lines I totally

agree so sales and marketing front end

person which I you know Steve Jobs type

person and Ops wnc guy in the back who's

making the product that's making the all

his work right y so um so I've

got score app score app is now um on the

fast growth list so we're on the fast

growth index one of the 200 fastest

growing companies in the UK we're about

to do a big partnership with you guys

too people can buy the book using score

exciting very very good so um so we've

got score app score app is Dan and Steve

so the two co-founders I'm the guy who

gets out there and sells the score app

um stuff I don't know how it's built

Steve is the CTO technical guy who knows

how to build score even now you don't

really know how it's built I I the same

with help Bank by the way I have an

engineer team Yi is the head of it is my

Ops uh partner I have no idea how I

built it he tells me sometimes magenta

or something like that and I'm like okay

good Ruby on rail as long as it works it

does what we promise then we're not

under under overselling for a long time

I don't even have a login right I

definitely don't have a login for

anything technical right so I'm not

allowed to get in and break anything

it actually works well for me because I

often ask Steve for things that I don't

know if it's hard to build or not and

that naivity stops me that naivity

allows me to ask for what I want and not

know whether it's well that's again

Steve Jobs said make a phone with one

button I think people want that yeah and

the engineers were like well go no you

know that's a nightmare exactly often

the engineers will keep over engineering

whereas in many cases I've said to Steve

and the dev team don't build those

features you'll confuse people yes

that's true right so keep those up your

sleeve but don't build them because

we're moving too fast so sales and Ops

good chemistry that's that's one of the

things that we want to do now what we

want to do is conduct fast and cheap

experiments um so the fastest and cheap

experiments to launch a business is a

waiting

list uh so a waiting list is where you

say we're going to launch a piece of

technology and it's going to it's going

to be a hoverboard that walks your dog

for you around the neighborhood it's

like a skateboard but it floats in the

air um and we're going to build this and

I want that by the way yeah wouldn't it

be good I I did this method for help

Bank we had 10,000 people sign up in

three days and we also knew people

needed a product then exactly so then

you what you do is you say here's a

picture of it uh here's what it's going

to do here's how it's going to work if

we get enough people who engage with

this then we'll build it and you just

get them to sign up on the weight list

this costs nearly nothing as well you

get a weight list page done really cheap

it doesn't cost anything you do it on

score app for free okay so that's one of

down below um so list is really really

good as a very very minimum 30 people on

a weit list is the absolute minimum that

tells you anything about whether the

idea is good better than that would be

150 um and better than that would be

1,000 plus

so if you can't get 30 to join the weit

list you're not going anywhere this is

do not pass go do not collect $200 you

are not going anywhere if you if you

cannot get 30 people on a waiting list

forget the idea um sell the idea in a

way that makes sense it might be you're

selling it wrong if you haven't got 30

it could also be the idea might be good

you just haven't sold it right so yeah

go go back to the drawing board and see

what we can what we can do again um it's

actually not a bad idea to test 5 to 10

ideas so rather than saying I'm

committed to this particular idea you

say actually you know what let's come up

with 5 to 10 ideas we'll launch a few

waiting lists and see which one performs

best when someone joins a waiting list

you always ask them about five questions

how much are you willing to spend what

problem you're trying to solve what

outcome you're trying to get you want to

get these kind of things on the waiting

list and then so you've got the data so

that's a good one um another one is

called an intro event uh so an intro

event is you say we're going to be

launching a new credit card um and it's

going to be a special credit card for

medical clinics uh people who work in

the medical industry and it's going to

have special benefits for those who do

and you say uh we're going to do an

introduction event on Zoom it's a 30

minute introduction if you're interested

in learning more about what we're doing

register for the intro event so an intro

event is absolutely awesome a discussion

group um uh so a special interest

Discussion Group you be say I'm going to

be launching a weight loss business uh

helping people to lose weight uh if

you're interested in weight loss we're

going to be running a WhatsApp group uh

for 400 people join the WhatsApp group

uh and we're going to have daily topics

and daily motivation and all of that

sort of stuff so we're going to put

together a discussion group um so that's

that's always uh a really good one so

these are all fast cheap experiments and

what we're trying to do is see can we

get 30 150,000 people to join uh a

waiting list a discussion group or an

intro event um in order to test the

idea love it it's so simple low cost and

it will allow you to validate your idea

yeah and once you've got this I don't

know 30 email addresses it's also a

chance on the products ready to start

getting Revenue because you can

instantly contact those people you're

not relying on social media posts which

don't necessarily Reach people or all

the people that might want your product

you can directly email them I think

collecting email addresses is so

underrated in today's business World

somehow social media is taken over is

the cool thing butle and if you can even

also phone numbers the ability to call

people yeah you know can we actually

have a conversation because a lot of the

times people will say oh look I didn't

buy because you didn't have it in purple

oh why was that important to you yeah

the data feedback where you can actually

have a conversation with someone is is a

fascinating thing and you go well of

course we can do it in purple I did an

event but a version of this which is

basically I I do a zoom with all the

people that were interested in the

product and have a round table

discussion with everyone that pre-signed

so these will feed each other of course

ex but intro events doesn't have cost

money it can be online I did a zoom and

I asked people why did you sign up what

is it you want out of this product what

would you like features wise in this

product and literally they helped us

build the product before we'd even built

the product that is I've got a friend

who's a billionaire and he um he sold

his company for 900 million and then

restarted a new business that's now

worth over 2 and a half billion uh when

he was launching that business he sat

down with 150 people and asked them

questions about what would you like he's

a billionaire he already had 900 million

in the bank and he did one to one little

sales meetings yeah it's so underrated

that data collection everyone's trying

to do everything at scale so so at dat

data collection this one's a big one and

this is called an

assessment an assessment is probably one

of the greatest sales tools and greatest

underused sales tools so for example if

I was going to do a weight loss business

I would do a weight loss assessment that

people can take and that's where we

start the business we start with the

assessment if I was going to do a uh

image Consulting business we start with

an image Consulting assessment and we

sell the assessment and see if we can

get people to take the assessment it's

funny this this is clearly because I'm

I'm about to use um I'm about to use

score right as to for people to join the

waiting list to buy my book this clearly

this assessment's in there so people do

do you have a dream do you want to make

it happen so this assess where you are

in that journey and so this whole method

you're talking about we're about to

launch for the books so assessment piece

number one is do you have a dream yeah

right and number two is do you have what

it takes right right what tools do you

have presently what don't you have what

do you think you're missing what do you

need those sorts of things yeah so you

might have a n out of 10 for dream and a

1 out of 10 for having what it takes so

it's like great keep your dream but

learn how to do what it takes or you

might have a one out of 10 for the dream

but you might have lots of skills 9 out

of 10 okay you've got all these skills

but you don't have a dream to focus on

so now we know what to do with you so

the assessment super super powerful if

you can get people to answer questions

you learn about them you figure out

what's going on with them it's funny my

street content is basically an

assessment of people it is so I what's

your dream it's amazing what people

reply you can see the different levels

of people out in their lives what

people's ambition is what lately has

been a like an idea that someone's

wanted to start or someone today we just

helped them uh they want to teach people

to grow food in their home

so that they understand one how to grow

food two become more self-sufficient and

three enjoy the flavor of what a carrot

really tastes like when it's not gone

for a supermarket love it so what most

people in that situation will do as a

mistake is they will create a curriculum

of learning they'll film a bunch of

videos that people can watch they'll

create a recipe book that people can

follow they'll go out and like you know

buy all this equipment all this sort of

stuff and what I would say is just

simply launch a waiting list tot are you

interested in learning how to build a

garden right are you uh because they can

do it today and it cost no money it cost

all of this and that is the conversation

but they're making you have no idea if

it's going to work right so if you did

an intro event on Zoom how to start a

garden in your in your back Garden um

how to grow a carrot would be a fun

introduction of it maybe a 20-minute um

Workshop to join how to grow a carrot in

your garden I also having a taste test

like what a carot tastes like from a

supermarket versus you've actually so

you could go into a public area and you

could do an assessment can you tell the

difference between homegrown and

supermarket and then people taste it and

then if they could taste the difference

say would you would you be willing to

join the waiting list for our training

program that we're going to be launching

you know what I love about this is most

people's excuse for not starting a

business is they don't have money so the

interesting thing is if you follow this

process and you have all this interest

resources to your point earlier will

easily come to you if like when I got

10,000 people signed up to help back

that was my validation for a few people

that came board and helped us you know

they're like wow people need it okay

let's help it it's funny because even if

people on the surface thought your idea

was stupid which they did once they've

got 10,000 names they're like okay we'll

back it totally we thought this was

crazy but we'll we'll do it so um olden

days we used to call this clipboard um

and clipboard was walking down the

street and asking stopping people with a

c right we don't have to do that we do

it all online sa although clipboard

itself is still kind of an interesting

to go the street go to the streets and

ask so um I've got a question for you in

a minute but I want to make sure before

I I have my question this is basically

what the scout team are doing the two of

you are working together now you can do

this as one person um if you're the

salesperson especially um but it's kind

of fun to do it with a friend so your

scout team you've got yourself you got a

co-founder you got you're basically

launching a waiting list right and at

this stage you're not necessarily

setting up a company or a bank account

or all this sort of stuff you're

exploring you're seeing if you can get a

uh a little launch Campaign together see

if you can get validation so my question

then is um if this if this is the whole

part of this section is a lot of people

will be thinking how do I find a

co-founder so let's say they are an O

person they're looking for a salesperson

the salesperson they're an OP person

they didn't go to Eaton so they don't

have some fancy connection network how

would they go about getting a co-founder

a lot of the time we bump into

co-founders when we have a job um so we

bump into people who also have jobs and

things like that um a lot of the time we

can go networking for co-founders we can

also go onto online like social

networking for entrepreneurs there are

groups on Facebook there are groups on

Instagram there are accounts to follow

you literally go onto some of the busy

people could go onto your Instagram

account and say I'm looking for a

co-founder uh I'm working on a business

that starts up this they could even go

in the comments of my post that's what I

mean yeah exactly yeah um so we live in

the you know for me when I was starting

out you could really only get a

co-founder by people you went to school

with people you worked alongside um you

could go to physical networking but now

there's this whole dimension of like

finding an online co-founder as well um

one thing you might do is say let's not

agree whether we're 50/50 or 7030 let's

not agree any of that yet let's just

kind of see whether let's explore we'll

we'll sit down I want to talk about

percentages a bit later actually because

percentag stuff comes up a lot people

don't know whether to do it 50/50 I mean

I did it 50-50 with my last very

successful company and it worked for me

but I know other people I'm 50/50 then

have a deadlock and there's problems so

we can talk about that later um just on

this though so co-founder wise I think

if you agree with me is write down your

skills and what you love to do and then

write down what you're missing because

it's like the red car strategy you know

that way you know if I talk about red

cars right now suddenly everyone's going

to see red cars everywhere otherwise you

won't spot them if you don't write down

exactly what you want you probably won't

spot them cuz they might not even be

your typical social network right let's

move on to the next stage then so what

is the next stage called so we've gone

from scout team to fire team fire team

now is it yeah that sounds

cool um actually and let me bring up my

other

whiteboard I'll show you where we are in

the look got very good at wiping boards

down I've discovered this could be a

part-time job for me side hustle yeah

you can always fall back on that list

wait so this okay so so we did an

apprenticeship y we did a side hustle

campaign on our own put that together

okay so now we've got a scout team we've

got an offer that we're presenting to

the marketplace I didn't mention this

laps leads appointments presentations

and sales that's one of the things that

you're trying to get done you're trying

to uh generate leads book appointments

present to people and make sales and one

of the perfect things that you're really

trying to do is get into a bit of a

lapse rhythm

so you might say every single week we

identify 30 leads we book six

appointments we present to five cuz one

doesn't show up and we make one sale and

we go yep we're going to do that my

first business we actually had actual

shoe boxes where the leads went into one

shoe box called the leads box and then

we'd call them and book appointments and

they went into the appointments box and

then we present to them and they went in

presentation box and then we make sales

and we put the sales one in the final

box we moved people through the um

through the that was my first CRM system

the software products that are really

good at this but this is really

important cuz you also know the numbers

game then cuz people think I want to S I

spoke to three people and they all said

no we didn't speak to enough people you

know like magic number is always 30 I

use 30 all the time so 30 in science

they call that statistical significance

that they in science they train

scientists not to judge unless they have

enough samples so they say well just

because you met one person who uh didn't

have a cough doesn't mean that more you

know there's not a virus out there right

so they say you got to test 30 samples

to then extrapolate and for bigger

populations you need 150 samples well I

think also if you can verify those 30

people so you know if you if you're

selling female products and 30 men you

like you got to validate your all I'm

saying don't judge don't judge until

you've hit 30 yeah so here's the funny

thing of your supposed demographic yeah

what you yeah you got to obviously not

be total num but some some people are I

mean don't they don't they don't

validate cuz you it's to sell me the pen

thing right people Mis understand that

completely on they think sell me a pen

is like do you want to buy this pen they

don't understand you got to verifi do

you need a pen yeah yeah you don't need

a pen I'm going to waste my time selling

to you an expensive pen you don't want

um so yeah you got to try and have a

hypothesis right so um we have a

hypothesis and a null hypothesis if

you're a scientist and then you based on

your hypothesis you go do 30 samples and

you see what happened right what what

happened and then you go back and you

say okay do I want to change my h

hypothesis or keep it um so we're just

doing a scientific experiment laps laps

laps but keep focusing on this leads

appointments presentation sales leads

appointments presentation so if you're

doing a gardening business leads is we

knock on this many doors we knock on 30

doors six people say that they'll have a

do an assessment five people show up one

person says yeah you can do my gardening

for the next 3 months right so it's

leads appointments it's always just

weekly laps and every week you need to

say what is my laps Target on a Monday

and on Friday what do we actually do

what was our laps actual so now we're

starting to get a real business we've

done some validation we're getting laps

leads I like I'm actually doing this

with you I feel like we're building a

bu wild right so now we want what we

call a four-person fire team

um so how you come up with these names

from military use the military ter so

the military is scout team fire team

section platoon right okay so I do scout

team fire team section platoon right

right it's not trademark no it's Royal

Marines love it fire team let's go so

fire team so here's what we

need we need four people who are working

together now and what we need is we need

a person who is a key person of

influence we need

sales we need Ops or customer

fulfillment and we need someone called a

Swiss army knife right Swiss army knife

is a bit of everything right so they

help out wherever we need to help out

this key person of influence can be an

associate like an advisor or um a

noninvolved person they just got the

ability to bring bring you traffic for

example they might open doors for you um

they could be a chairman a director they

could be an investor um they could be

your angel investor um they could also

be just someone on a day rate so for

example you could do a deal with someone

who's a really well respected person in

the industry and say can we book you for

a day a month uh and we'll pay whatever

your day rate is right and they say oh

my day rate is 2 Grand 2 Grand a day and

you go okay we'll sign a deal for 10

days over the year um but you want you

need a key person of influence involved

these people are worth their waiting

gold because they open doors they give

credibility well they can do sales in

theory at very low cost as well so yeah

acquisition they steer you in the right

direction right so this is someone who's

more experienced right so you need a key

person of influence well you're the key

person of influence for score rap yeah I

was off at Equity the other day to be a

key person of influence in a business

not I wouldn't take a fee but yeah I

think I think it's actually really

really interesting and a lot of people

think they again this is kind of go back

to what you were saying earlier about

getting a job sometimes I think you can

have a a mentor or someone a key person

influenc during your business and as

long as you've got the drive and

ambition and you're willing to learn you

can just start if you have this sort of

personal Bo totally and that's how

that's actually how big businesses work

if you go to the biggest businesses that

are on the publicly listed markets they

have a chairperson who is the key person

they have a CEO who who's brought in

because everything works when those

people well steeve job again did this

didn't he got Larry Ellison and all

these people in as key person of

influence and they got him the contracts

for you know selling Apple at scale yeah

uh a great story is Nike so um it was a

young guy early 20s just out of Stanford

his name was Phil Knight and his

lecturer um was called Bill Balman and

Bill Balman wrote a book called jogging

that sold a million copies and

introduced people to the concept of

going for a run um so Bill Balman became

the non-executive director of Nike uh

Phil Knight did all the work but Bill

Balman opened up all the doors got got

him in with all the associations and

started the ball rolling uh Phil Knight

worked 60 70 80 hours a week Bill Balman

probably worked six or seven hours a

month but they were Partners in that

business um so it can work very well a

lot of people when they get older and

they're successful they're lazy they

don't want to work as hard

anymore exactly some people like this

they want to have a portfolio of 10

companies I think people be shocked how

many people are willing to do this as

well like a lot of people think oh I

won't be able to get that very

successful person on board if your

Visions are aligned to their dreams like

that guy wanted to help people run more

so you know Phil Knight say I'm going to

help people run more well we're a line

so why wouldn't he exactly at this level

it's about vision and Mission right do

we have a shared vision and Mission do

we have shared values vision mission and

values right and if we can get those

guys into alignment now we're now we're

going by the way on reverse someone last

week very interestingly they sent me a

message and they said Gary ve is helping

me with something I think you could help

too so Gary wasn't even involved in the

whole conversation you know he just

leveraged Gary V's name so even so Gary

ve said sure I'll help and then Gary ve

had to do nothing after that cuz then

that guy I also did this um when I had

fluid when I first started my agency

business um we was I was trying to find

clients and so I'd ring up say hi I'm

fluid would you like us to help you with

your marketing and people were like who

are you never heard of it and then we

managed to get a a small contract with

Fortune Magazine so after that bring up

say hi I'm Simon we work for Fortune

Magazine I wonder if I could come and

help you with your marketing as well so

so kpi leverage doesn't actually have

just have to be a personand recog

exactly um it really helps I think you

probably could have built faster if you

had have like had the chairperson from

Fortune Magazine actually join your

board or become an adviser you would

have taken a load of money on exit

though I i' have taken 5% which actually

you're right it might have been it took

me 15 years to build that company so if

I had him on board from the beginning

could have been years have been well

might have been five and it could have

been or it could have been the same

amount of time but double the size

that's why I'm making these videos I

want people to know this knowledge and

not wait 20 years mes so thank you for

sharing it my first company I did a deal

for my key person of influence associate

and it was 5% of Revenue oh okay not

even Equity I offered well I offered

equity and he said your Equity is not

going to be worth anything but I just

want the revenue right right so he he

said 5% of Revenue we ended up doing in

our first year we did 1.3 million right

uh with four of us we did 400,000 of

profit so but he had Revenue not profit

he had 65,000 of that 1.3 million w wow

so he got 65 Grand to just be the key

person of influence which probably is

quite cheap right when I think I don't

know he didn't spend he didn't spend

much time he was in uh on top of that

his deal was 5% plus

1,500 every time he did a speaking

engagement which was about twice a month

so he got three grand a month for

speaking and he got 5% of all revenue

that we made uh so we had 65,000 plus

30,000 so about 100 Grand actually but I

made 400,000 in my first year I was 22

23 years old um but I would never have

been able to do it without him without

the key person of influence name I'd

love to interview him I bet he did it

because he believes in your vision and

just wanted to help you as well I mean a

lot of people a lot of people don't know

because if he if he if he believed in my

vision he would have taken Equity uh he

well taking Equity early on in a company

is actually risk yeah so some people he

just said look I'm just interested I

don't want to guys I don't want to muddy

the waters you have the equity I just

want 5 how long did this last uh 2 years

did a twoe deal we evolved the company

past we moved the company into one day

you didn't need that kpi anymore so yeah

so this is where you have an associate

kpi you work your tails off here um and

you know basically okay so what are we

trying to do here we're trying to do a

few things we're trying to do two

campaigns for the year so campaign

number one is called laps and Laps is

every week so it's a i i call this a

perfect repeatable week or a weekly laps

campaign and what we're doing is every

single week we're doing leads

appointments presentation sales leads

appointments presentation sales and we

just sell sell sell sell sell make happy

clients make happy clients make happy

clients we just work like it's mostly

laps and what's called experience score

so laps is leads appointments

presentation sales and experience score

is where the customer's happy on a scale

of 1 to 10 how happy are you right

provided they're above an eight we're

happy and we're making money and then

the second campaign is what we call

spotlights Spotlight campaigns is once a

quarter we're going to get all the leads

that we didn't sell to we're going to

give them something exciting to do up

here and we're going to do some other

special thing three or four times a year

so that these leads that we didn't sell

to get re-engaged in a spotlight

campaign and that's what our team of

four are going to do so we're going to

sell sell sell every week and then every

quarter we do something

special brilliant

yeah I mean one of the things I did was

a client that I sold to that was happy I

made them my advertising campaign there

you go so I spotlighted the client

Spotlight the client yeah and then the

client would be very happy and then

other people would be like I want friend

I was spotlighted exactly and share it

with their Network so yeah fantastic so

so like take an agency every single week

we're saying we minimum we have to

identify 30 opportunities we have to sit

six appointments deliver five present uh

five

presentations uh and we have to make one

out and you say that's our that's our

monthly or our weekly right that's what

we could do over and over and over again

but as you can see here 29 people didn't

buy they go up to the spotlight and out

comes one more sale so now we get two

out of 30 so people listening to this

might be thinking cuz we're now talking

about this this part of the equation the

sales part of the equation well they

might not be good at sales or they might

think how do I find a sales

person I have a theory that anyone can

sell like my best sales person in my

last company was my accountant and

actually ironically I did was I taught

them how the business works I showed

them the results we had for clients and

they were CFO they would sit with other

CFOs very proudly talking about how we

fixed this company and we turned it

around and we helped them not go

bankrupt and then those CFOs will go

back to the office and tell their bosses

and that's how we got the business I

love it so I agree anyone can sell um

but we've got to treat sales like a

profession ideally we well typically if

you're going to do that you can have

opening what's called opening and

closing or appointment setting an

appointment closing so key people of

influence are great at opening but they

don't typically close or you can put

people in front of the key person of

influence who are highly qualified and

they can close but they won't do the

opening so you can do a bit of that um

the the key here is that you must treat

it like a profession you got to get into

a rhythm with it you can't around the

truth is that entrepreneurship is mostly

selling right if I

unfortunately if we go back in time into

the Industrial Age business was setting

up the supply of something right so we

had to be Hy Ford was setting up the

supply of cars and demand have to worry

about didn't have to worry about uh

demand everyone wanted a car every plus

PR you were one of the first that just

sells itself because everyone hears

about it yeah everyone had a horse and a

car was going to be a lot better and

cheaper so that now think about if we

were in the Industrial Age if I was

going to set up a factory making

scissors the truth is I could sell the

scissors as fast as I can make them but

that's not true today today it's all

about Demand right demand Supply so

entrepreneurs who are successful today

are the ones who know how to drive up

demand and Supply isn't that which is

why um attention isn't down the new gold

right I mean the new oil I think they I

hate o it's a new gold I think it's kind

of like there's definitely something

really powerful in having the ability to

sell and interestingly people might here

again hear this think well I I don't

know how to sell you might know how to

make a video that can sell influence

like for example I'll give you an

example because I can see cynical right

there's a friend of mine what he does he

wears white gloves MH and he unpacks old

video games on a video gets millions of

views in the video so the video makes

money and then people are oh want to buy

that how can I buy it and they buy they

said it in the

comments a good ex a good exception to

the rule almost always people who do

good videos that sell can sell Ono one

they can sell face to face sales is just

something you have to learn and shying

away from it by making videos with white

gloves on is for most people going to be

a waste of time right yes there's an

example of someone who's doing it but I

would much rather I'm thinking of the

introverts who think they can't sell and

I'm trying to give them a tool to sell

intro introvert only means this an

introvert just simply means that you are

energized by time alone and then you go

out into the world extrovert means that

you're energized with time with people

and you go out into the world so being

an introvert or an extrovert I've met

some billionaires they can all sell but

they're introverts almost all

billionaires are introverts so just to

be clear I I am saying anyone can say

and you are also saying anyone can sell

I think there are different ways to sell

but I really believe all my heart you're

right that sales is now the key to a

successful business my fear is when

people hear that they'll think they

can't sell and I'm just shown by the

white gloves idea that there are many

different ways to sell right and and

maybe the white gloss one's not the best

example but like plenty of people are

selling gardening equipment by just

videoing themselves doing gardening I I

I just want to push back though there's

no nothing beats getting face to face

with a customer it depends on what

you're selling and I know that it

feels well I know you might end up doing

videos and videos are a great rate of

scale but the best people on videos they

can sell one to one right so I just but

can anybody sell one to one I I think

that's I think anyone can sell but I can

sell one to one think some people don't

want to be comfortable with that long

term and I'm not saying do it long term

I'm saying here's the here's the truth

the truth is that if you Outsource sales

let's say you bring in a great sales

person they'll take you business if you

can't sell they will take their own

Equity like I have someone doing sales

me own Equity they won't go Steve Steve

who's my CTO my co-founder he doesn't

have to worry about me running off

because we're Equity holders that's true

right and I'm going to make sales and

he's going to build the product but the

truth is that if someone in nine times

out of 10 if you hire a white night

salesperson who gallops in on their

Noble Steed and makes a ton of sales

they know they've got you over a barrel

by the way we haven't covered these

other two me and you love sales better

help people swi army knife is going to

be a bit of bookkeeping and it's going

to be a bit of like organizing stuff and

it's going to be a bit of like going and

getting boxes from the printer and does

this sound like an intern right yeah it

could be an intern yeah it could be an

assistant could be an executive

assistant an admin an intern Swiss army

knife is think about an actual Swiss

army knife 25 things badly right this

person can do 25 things but not anything

in particular they're they're the

company generalist um when it comes to

knives you've got a bread knife that

does one thing really well it cuts bread

but it's not very good at anything else

and you have Swiss army knife that does

25 things badly it's not very good at

cutting bread but you can if you need to

they just fill the gaps they fill the

gaps they keep they keep the sales

people selling cuz you might say Swiss

army knife make sure that you run some

Facebook ads to get these guys some more

leads or Swiss armi knife download all

of that data we collected put it onto an

Excel spreadsheet and give it to the

sales guys to make sure that they have

my wife worked in film and she was a

suici knife at the beginning for MTV

they just make a go get tea make file

stings yeah so this is very very

important uh it's overlooked actually

because people see this as an

insignificant role but actually without

it you have a lot of gaps I have almost

always hired an executive assistant as

like one of my first hires I've had some

phenomenal executive assistance and they

absolutely maximize everyone's time

because there's just so many things that

need doing and you need to be able to

have an idea and get someone onto it so

this is the person who's on the ideas

getting things done um the idea

turns into action because that this

person exists now the operation they

have to live and die by experience score

so experience score is is the customer

happy so they have to do whatever needs

to be done to make sure that the

customer got what they want they need to

talk to the sales people what was this

customer promised now in an agency it

could be the design it could be if

you're it's a social media marketing

company it's actually doing the social

media marketing uh if you're a veter

clinic it's actually a vet looking after

the cat uh so it's it's whatever the

customer gets ironically though a lot of

businesses survive experience score for

example your experience with a bank what

do you think soon as you think Bank

experience score very low I bank with I

bank with a bank that has previously had

incredible I've had good experience with

banks but private Banks private Banks

yeah but general public like experience

got interest to me because like I agree

in a small business in the size we're

talking about now we're going to get on

a bigger company in a minute this does

really matter but weirdly as you get

bigger I think like they like Sky TV for

example my experience them is so bad

they they eventually get disrupted I

hope Netflix comes along yeah but

they've included Netflix now somehow

they they still yeah but but they're

losing their margins yeah they make

sales harder cuz these sales guys ring

me up for sky and I'm like I don't want

to work anyway this is this is for four

person I but I think this this is for a

smaller company very important for

bigger compan think about this as an

agency or this could also by the way

this could also be a gardening business

this could be any number of businesses

do something more exciting or it could

be a tech company so okay next what

what's called Next what's the uh

military term next we are we we are

going to be at the end of our journey

for today and that is what we call a

core team or a section do we want to

call it a core team or a section let's

call it a section section stay with the

uh military so section okay so here's

what our team looks

like so we've got a key person of

influence we've got a general manager

we've

got

marketing we've got

sales we've got an

admin and we've got maybe an executive

assistant or bookkeeper or financial

controller um and we've got uh

Ops and either

Media or it right something like that so

so now we've got our eight person team

now this can actually go up to 12 people

you can have two sales people right or

you could have well I've got this exact

setup right now by the way and it's 15

people 15 people this exact setup so you

might you might have content and ads

right so in marketing you might have

head of content head of advertising you

might have appointment setting

appointment closing um so you might have

Ops and you might have events uh you

might have media and it right so 1 2 3 4

5 6 7 8 9 10 11 12 right so you can

definitely go up to got a staircase

manager that's probably 15's a little

tricky at once we once we go past

12 I will say this once you go past 12

it's typically starting to be too big to

be small and too small to be big and the

team starts to kind of divide into two

teams and there's a little bit of like

friction and all that sort of stuff

you're a little bit too big to be a

small business and too small to be a big

business so you're going through this

kind of transition phase and this is why

I want to stop at around 12 but a

section typically looking at 8 to 12

actually I'll say I'll actually say 6 to

12 right because that could be one

person technically and that could be one

well in my in my case because it's

interesting to use a real life example

I've got four people they this acts like

a little team y four people acts like a

little team four people acts like a

little team and then management so so so

actually therefore these these guys all

work as individual units they of course

share data and information because what

happens to the product the marketing

team needs to know so the sales team can

sell it in right exactly yep so um this

is all about winning business and here's

what we're going to do here we're going

to do our

laps we're going to do our Spotlight

campaigns and now we're going to build a

brand right so we're going to do finally

brand got in there I love building a

brand I think it's so undervalued this

is well this is now now that we're here

we've got enough stories we we've got

self-awareness about the company we

understand what kind of brand we want to

build we understand the customer that

we're selling to so now we're building a

brand so leads appointments

presentations sales that's happening

every week um Spotlight campaigns are

happening quarterly and we're building a

brand using social media we're we're

building a brand with all sorts of like

um uh touch points and all of that sort

of stuff we're really building out the

brand so those are the three things that

we're doing here um and then over this

side we're building a product equal uh a

product

ecosystem uh and this is I'm going to

call this an ATM

and an ATM sending transaction model

spits out cash and we're going to have a

gift product we're going to have a

product for prospects we're going to

have a core offering and we're going to

have a subscription product for clients

so we're going to have four products

boom boom boom boom boom things that you

can get for free things you can get

cheaply the main thing that you do and

the ongoing journey of what you do so

four products and this team here is

building out gift product for prospects

core offering product for clients so

we're selling it we're building it M and

this ke this team is data right so

they're keeping track of finances and

they're keeping track of dashboards and

all of that sort of stuff so they're

making sure that there's plenty of data

going here general manager is running

the

business right and the key person of

influence this is probably the most

important role they are this person is

now internal and they are the face of

the business so this is where you have a

spokesperson and their job is to do the

five PS so the five PS we've got

pitching publishing products profile and

partnership and basically what they're

doing is they are being the big the big

name who pictures the business to the

public publishes stuff uh about the

business like um videos and articles and

books and all that sort of stuff they

help make the product decisions they

raise their profile because personal

Brands get cut through better than

Company brands and they go and do the

big big fish joint ventures and

Partnerships right so that's their job

they don't run the business the GM runs

the business um and now they've got

you've got an eight person team and this

is

absolutely this the framework to build a

business and this is the framework I'm

building a billion dollar company right

now myself this is the framework I'm

using for it there you go and one thing

on here that isn't on here it's probably

in your mind but I want to add it is is

community and interestingly I have a

community manager who works with the Ops

Team and the marketing team they work

together because my community sells what

we do community kind of ticks two boxes

so Community ends up being in the

marketing and it's also a great gift y

so people can join a community for free

or product for prospects right so it's

they also get value from being part of

it so yeah so it's early stage value and

it's kind of cool because it's a gift or

a product for prospects and it actually

turns into sales but Community works if

you've also got a core product and a

product for clients so once you've got a

way of monetizing a lot of times people

say oh we've got a community but you

haven't monetized well you've got this

but you haven't got a core product for

clients um and some people say oh I've

got a really amazing product but we're

not getting enough people you need a

gift or a product for prospects so I

kind of say community is one of those

tick box ticks all tick it's not talked

about enough and people don't know it

and it's a big power up uh yeah perfect

okay let's go and help Bank can answer

some questions and go have some chicken

you hungry I'm ready for some chicken

all right let's do it